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Getting People to Buy Without Selling
In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I did not sell anything, I did not get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. I was desperate to make a sale and I'm sure my desperation showed in my rehearsed sales presentation. I told my potential prospects all about the features of the item, but I did not tell them how the product could benefit them specifically. Needless to say, by using these sales tactics, I did not sell one set of encyclopedias. Your potential prospect is only interested in what the product, or service can do for them. Sure they're interested in the features, but how will those features "serve them?" The harder you try to sell the less interest your potential prospect will have in your proposition. They will see your desperation and think..."They're not interested in helping me; they're just trying to make a sale." Show your potential customer "what's in it for them." Unless you let your potential prospect know how the product benefits them they will be ready to say "NO" before you have a chance to finish your sales presentation. The 5 fundamental "states of mind" in selling. Curiosity: Interest: Conviction: Desire: Decision and Action: Is it possible to get people to buy without selling? It sure is. Study your target market. What is there about your product, or service that will appeal to "them?" Just because you are interested in a particular feature pertaining to your product, or service doesn't mean your potential prospect feels the same way about it. Look at it from their viewpoint. Does your potential prospect want to resell your goods, or service for a profit? Are they going to use your goods, or service for their comfort? Will it save them time and energy? Will it save them money? Will it make them look and feel younger? Will it improve their health? Will it make doing their chores easier? Find out what your prospects main interest is in your goods, or service then concentrate on telling them how that aspect will benefit them. Take the vacuum cleaner salesman. Salesman: Mrs. Howard: "I use a broom. That's been getting the dirt out pretty well, but it's very tiring." Salesman: Our power vacuum cleaner will not only get the dirt and dust off the surface of your carpet like a broom does, but it will clean deep down into the pile, loosening and sucking out the dirt and dust that's been embedded in the fibers. This will prolong the life of your carpet saving you the expense of buying a new one. And when you use a broom a lot of dust and dirt is moved into the air. This dust and dirt not only finds it's way onto your furniture and drapery, but into your lungs as well. By using our power vacuum cleaner the air in your home will be healthier and everything will remain cleaner because unlike using a broom the dust and dirt isn't moved into the air, it's sucked into our power vacuum cleaner. Our machine is also lightweight, so it's easy to handle. It glides across the floor effortlessly (he demonstrates the movement of the vacuum cleaner across the floor). You won't have to work hard every day to get out the dirt and dust like you did when you were using your broom. This power vacuum cleaner gets the job done fast and easy." Mrs. Howard: Salesman: Mrs. Howard: Salesman: (The salesman closes the sale.) Mrs. Howard purchased the vacuum cleaner from the salesman because the salesman told her how she could benefit from such a purchase. And when the salesman was telling Mrs. Howard about the vacuum cleaner they did not seem desparate to make the sale. They were speaking to her like a good friend would when they give advice. They were simply giving her some facts to help her make a "buying decision." When you make your potential prospect realize that the benefits from purchasing the product or service is worth more to them than the money it costs, they'll be willing to pay the price you ask. You'll get them to buy without selling them anything because the product, if it has good benefits for the prospect, will sell itself. Here are the qualities you should look for in a product you sell direct: *It should be an item that has broad market appeal. An item every man and woman can use and need right now. *A quick and easy demonstrator. *Sells at a price everybody can afford. *You should be able to purchase it at rock bottom so you can make big full profit on every sale. *And it should be a product the customer comes back and buys again and again. With these elements in place you will have a product that sells itself. And by putting the needs of your customers first, you will get repeat requests for your product or service without selling. Copyright © Gloria Whitehorn-All rights reserved About the Author: Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she's talking about. *Attn: Ezine Editors/Site owners*
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Coaching Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. It could increase your sales. If you are selling a book, offer an hour of consulting with it. The ?Shocking? Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either! How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. How to Master the Art of Salesmanship I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that they feel buying it from you will solve their problems or fulfill their dreams. The Business of Closing the Sale Without Killing It You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind. Visual Science of Selling Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy. Almost all of their books state that creating an image of your product is the best thing you must do and this is nothing else but to recognize the importance of visual methods in sales process. Here are some 'visual' tips that salespeople may use effectively in selling their products Use images in your website. An image values more than a thousand words. Take care to not overload your web site with high tech gadgets. They can create a slow loading web page and distract people away from your offer. 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 Sales Success The 5 Steps It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell. How to Use Humor to Increase Sales Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools. Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act. 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Method to the Madness of Training Seminars I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar. Getting People to Buy Without Selling In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I did not sell anything, I did not get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. Finding the Need is Only Part of the Sale Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Right? Emotions That Sell, Part 2 In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: 12 Sure-Fire Steps To Improve Your Retail Sales The purpose of any business is to bring in customers, and it can only be accomplished through marketing. If your cash registers don't ring, something is wrong and you had better find out what is wrong fast. Because in today's competitive retail world... getting results is what counts.
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